Publications
Publications
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- All HBS Web
(281)
- Faculty Publications (52)
- October 2018 (Revised July 2019)
- Case
BulkWhiz: Negotiating as a Startup Founder in the UAE
By: Katherine Coffman, Christine Exley and Alpana Thapar
This case follows Amira Rashad as she founds BulkWhiz, a Dubai-based buy-in-bulk grocery delivery platform. Following its launch in September 2017, BulkWhiz experiences rapid growth of 30 percent per month in the United Arab Emirates. Despite this initial success,... View Details
Keywords: Entrepreneurial Management; Start-ups; Startup; Female Entrepreneur; Technology; Decision-making; Negotiations; Co-founders; Fundraising; Entrepreneurship; Business Startups; Management; Internet and the Web; Growth and Development Strategy; Decision Making; Negotiation; Expansion; E-commerce; Middle East; United Arab Emirates
- January 2018 (Revised May 2019)
- Case
Adeo Health Science: Turning a Product into a Brand
By: Elizabeth A. Keenan and Jill Avery
For decades, American parents were warned to avoid introducing potential allergens to their babies prior to their first birthday. But two influential clinical studies caused the medical establishment to radically reverse its position. Parents were now warned that... View Details
Keywords: Startup; Health Care; Consumer; Consumer Products; Branding; Distribution; Retailing; Go To Market Strategy; Marketing; Marketing Channels; Marketing Communications; Brands and Branding; Marketing Strategy; Entrepreneurship; Health Care and Treatment; Consumer Products Industry; Health Industry; United States; North America
- December 2017 (Revised January 2018)
- Teaching Note
Bega Cheese: Bidding to Bring Vegemite Back Home
By: Benjamin C. Esty, Lauren G. Pickle and Greg Saldutte
In January 2017, the leadership team of Bega Cheese—the Australian dairy company—was considering a bid for Mondelēz International’s Australia and New Zealand (ANZ) grocery business which included several leading consumer brands such as Vegemite, the iconic Australian... View Details
Keywords: Mergers ＆ Acquisitions; Value Drivers; Discounted Cash Flow (DCF); Dairy Industry; Corporate Scope; Diversification; Consumer Goods; Iconic Brands; Australia; Corporate Finance; Bidding Strategy; Cross Border; Financing; Mergers and Acquisitions; Valuation; Value Creation; Business Divisions; Capital Structure; Food; Bids and Bidding; Consumer Products Industry; Food and Beverage Industry; Australia; United States
- December 2017 (Revised January 2022)
- Supplement
Bega Cheese: Bidding to Bring Vegemite Back Home
By: Benjamin C. Esty and Lauren G. Pickle
In January 2017, the leadership team of Bega Cheese—the Australian dairy company—was considering a bid for Mondelēz International’s Australia and New Zealand (ANZ) grocery business which included several leading consumer brands including Vegemite, the iconic Australian... View Details
Keywords: Mergers ＆ Acquisitions; Value Drivers; Discounted Cash Flow (DCF); Dairy Industry; Corporate Scope; Consumer Goods; Iconic Brands; Bidding Strategy; Cross Border; Financing; Mergers and Acquisitions; Valuation; Value Creation; Business Divisions; Capital Structure; Food; Bids and Bidding; Diversification; Brands and Branding; Corporate Finance; Consumer Products Industry; Food and Beverage Industry; Australia; United States
- December 2017
- Supplement
Bega Cheese: Bidding to Bring Vegemite Back Home
By: Benjamin C. Esty and Lauren G. Pickle
In January 2017, the leadership team of Bega Cheese—the Australian dairy company—was considering a bid for Mondelēz International’s Australia and New Zealand (ANZ) grocery business which included several leading consumer brands (Vegemite—the iconic Australian spread,... View Details
Keywords: Mergers ＆ Acquisitions; Value Drivers; Discounted Cash Flow (DCF); Dairy Industry; Corporate Scope; Diversification; Consumer Goods; Iconic Brands; Australia; Corporate Finance; Bidding Strategy; Cross Border; Mergers and Acquisitions; Valuation; Value Creation; Business Divisions; Capital Structure; Food; Bids and Bidding; Retail Industry; Consumer Products Industry; Food and Beverage Industry; Australia; United States
- December 2017 (Revised February 2021)
- Case
Bega Cheese: Bidding to Bring Vegemite Back Home
By: Benjamin C. Esty and Lauren G. Pickle
In January 2017, the leadership team of Bega Cheese—the Australian dairy company—was considering a bid for Mondelēz International’s Australia and New Zealand (ANZ) grocery business, which included several leading consumer brands such as Vegemite, the iconic Australian... View Details
Keywords: Mergers ＆ Acquisitions; Value Drivers; Discounted Cash Flow (DCF); Dairy Industry; Corporate Scope; Consumer Goods; Iconic Brands; Bidding Strategy; Cross Border; Financing; Mergers and Acquisitions; Valuation; Value Creation; Diversification; Business Divisions; Corporate Finance; Capital Structure; Food; Bids and Bidding; Consumer Products Industry; Food and Beverage Industry; Australia; United States
- November 2017 (Revised November 2021)
- Case
Irene Rosenfeld at Mondelēz International: Crafting a Corporate Strategy
By: Raffaella Sadun, David J. Collis, Amram Migdal and Kerry Herman
The case focuses on Irene Rosenfeld’s tenure as CEO of the global snack food company Mondelēz International. Beginning in 2006, she had led the company through many acquisitions, including France’s LU Biscuit and British confectionery company Cadbury, before, in 2012,... View Details
Keywords: Snack Food; Snack; Global Snacking; Packaged Food; Consumer Packaged; Kraft Foods; Kraft; Agribusiness; Change; Change Management; Corporate Strategy; Transformation; Geography; Geographic Scope; Global Strategy; Leadership; Leadership Style; Leading Change; Management; Business or Company Management; Growth and Development Strategy; Management Style; Marketing; Brands and Branding; Demand and Consumers; Consumer Behavior; Organizational Change and Adaptation; Planning; Strategic Planning; Strategy; Food and Beverage Industry; Illinois
- July 2017 (Revised November 2017)
- Case
Propel
By: Mitchell Weiss and Sarah McAra
In 2014, Jimmy Chen, a former product manager at Facebook, founded the start-up Propel to build software for low-income Americans. After conducting in-depth behavioral research, Chen and his small team in New York City began to develop technology to address the... View Details
Keywords: Public Entrepreneurship; Govtech; Food Stamps; EBT; Mobile App; User Research; Financial Services Referrals; Grocery Marketing; Customer Discovery; Social Entrepreneurship; Entrepreneurship; Public Sector; Business Model; Research; Social Enterprise; Poverty; Welfare; Mobile and Wireless Technology; Applications and Software; Technology Industry; United States
- June 2016
- Teaching Note
Relating to Peapod
By: Jill Avery and Susan Fournier
This case concerns the topics of relationship marketing, customer acquisition and retention, brand loyalty, service failure and recovery, new product introduction, and the use of consumer ethnography to study consumer behavior. Specifically, the case explores the... View Details
- March 2016
- Case
M-Pesa: Financial Inclusion in Kenya
By: Rajiv Lal, Lisa Cox and Sarah McAra
M-Pesa, a mobile money transfer service launched in 2007 in Kenya by telecommunications company Safaricom, allowed people to send money via mobile messaging to contacts, such as friends and family, or even to pay for goods and services, such as groceries or a taxi... View Details
- December 2015 (Revised February 2016)
- Case
Ocado
By: José Alvarez, David E. Bell and Damien McLoughlin
In 2015, U.K.-based Ocado was the world's largest pure player in the online home-delivery grocery business and was gaining a growing share of the highly competitive U.K. grocery market. Ocado had made heavy investments in technology, including a highly automated... View Details
Keywords: Ocado; Grocery; Retail; Online Grocery; Supermarket; Delivery Models; Service Models; United Kingdom; Technology; Operations Management; Digital Platforms; Competition; Internet and the Web; Service Operations; Service Delivery; Supply Chain; Marketing; Retail Industry; Food and Beverage Industry; United Kingdom
- April 2015 (Revised March 2017)
- Case
Instacart and the New Wave of Grocery Startups
By: John Deighton and Leora Kornfeld
Instacart is testing an Uber-style solution to the challenge of building a home-delivered grocery business. It is backed by $220 million of venture funding. Will this model succeed where businessses like Webvan failed? What are the questions that this exploratory... View Details
- February 2015 (Revised April 2015)
- Case
The Board of Directors at Market Basket
By: Jay W. Lorsch and Emily McTague
The firing of Market Basket CEO Arthur T. Demoulas by his cousin, Arthur S. Demoulas, and directors affiliated with him set off employee protests throughout the grocery store chain. Industry specialists estimated that Market Basket was losing close to ten million... View Details
- February 2015
- Teaching Note
Eataly: Reimagining the Grocery Store
By: Sunil Gupta and Michela Addis
Within a few years of its operations, the Italian-based supermarket Eataly created a lot of buzz and excitement among consumers and media. Eataly's initial success was even more impressive in an industry known for its intense competition and low margins. How did Eataly... View Details
- January 2015
- Case
Eataly: Reimagining the Grocery Store
By: Sunil Gupta, Michela Addis and Ruth Page
Within a few years of its operations, the Italian-based supermarket Eataly created a lot of buzz and excitement among consumers and media. Eataly's initial success was even more impressive in an industry known for its intense competition and low margins. How did Eataly... View Details
- September 2014 (Revised June 2016)
- Case
Whole Foods: The Path to 1,000 Stores
By: David F. Drake, Ryan W. Buell, Melissa Barton, Taylor Jones, Katrina Keverian and Jeffrey Stock
The case examines the operations strategy of Whole Foods, one of the largest natural grocery chains in the United States. In late 2013, Whole Foods was expanding rapidly, with a publicly-stated goal of growing from 351 to 1,000 domestic stores by 2022. It was also... View Details
- June 2014 (Revised March 2016)
- Case
Relating to Peapod
By: Susan Fournier and Jill Avery
Explores the relationships formed between consumers and the Peapod consumer-direct grocery delivery service, as revealed through an ethnographic study of Boston-area Peapod shoppers conducted between the Summer of 1997 and the Fall of 1999. Three representative case... View Details
- March 2013
- Article
For Mobile Devices, Think Apps, Not Ads
By: Sunil Gupta
Many companies envision mobile ads becoming an integral part of their communications strategies. But there's a growing consensus that ads don't work on mobile devices; consumers just don't like them. Instead of creating tiny banner ads, smart marketers will turn to... View Details
- 2015
- Working Paper
The Market That Wasn't: The Non-Emergence of the Online Grocery Category.
By: C. Navis, G. Fisher, Ryan Raffaelli and Mary Ann Glynn
In this paper, we examine the non-emergence of a potential new market category. In the late 1990s, the entrepreneurial firms that attempted to sell groceries online in the US attracted significant resources, made impressive technological advancements, and generated... View Details
- December 2012 (Revised April 2013)
- Case
Greencore
By: David E. Bell and Natalie Kindred
Patrick Coveney, CEO of Greencore, one of the top producers of private label prepared foods sold through UK grocery retailers, was assessing Greencore's growth options. Growth potential was limited in the UK, a mature market in which retailers were unlikely to grant... View Details